Head of Revenue Operations - GTM

About the Role:

Gusto is seeking a strategic and results-oriented Head of Revenue Operations to drive effectiveness and efficiency of our revenue generation processes within Go-to-Market. In this pivotal role, you will be focusing on optimizing sales operations, driving data-driven decision-making, and scaling the overall performance of our revenue-generating operations to support Gusto's continued growth. The role oversees sales operations, compensation, business analytics, enablement, and revenue technology functions. 

Reporting directly to the Head of GTM, you will be a key leader in ensuring all revenue-related activities are cohesive, impactful, and aligned with our overarching business objectives.

Here’s what you’ll do day-to-day:

• Strategic Enablement & Alignment: Develop and execute a comprehensive revenue operations strategy that aligns with Gusto's overall business goals and growth targets. Foster strong collaboration across Sales, Marketing, Partnerships, and Growth, providing the operational frameworks and insights they need for a unified go-to-market approach and seamless customer journey.

• Sales Operations Leadership: Lead and optimize all aspects of Sales Operations, including territory design, quota setting, pipeline management, sales forecasting, and overall sales process efficiency. Provide the sales team with the processes and data they need to perform effectively.

• Partnership Operations Support: Provide critical operational support for our Partnerships team, optimizing processes, reporting, and systems to ensure scalable success and growth from our partner channels.

• Tooling & Systems Ownership: Oversee the administration, optimization, and integration of all revenue-related tooling and systems, including CRM (e.g., Salesforce), marketing automation platforms, sales enablement tools, and compensation platforms. Evaluate and recommend new technologies to enhance productivity and effectiveness across Sales, Marketing, and Partnerships.

• Data & Analytics Mastery: Own the revenue data analytics strategy, ensuring data integrity, accessibility, and actionable insights for all revenue teams. Establish and monitor key performance indicators (KPIs) and metrics for the entire revenue organization. Leverage advanced analytics to identify trends, forecast revenue accurately, and provide data-driven recommendations for strategic decision-making and performance improvement.

• Sales Enablement Leadership: Drive comprehensive Sales Enablement initiatives, ensuring our revenue teams have the knowledge, skills, and tools necessary to perform at their best. This includes content management, training programs, and coaching support.

• Sales Compensation Management: Design, implement, and administer effective Sales Compensation plans that incentivize desired behaviors, align with strategic goals, and are fair and transparent.

• Team Leadership & Development: Build, mentor, and lead a high-performing Revenue Operations team. Foster a culture of continuous learning, data-driven thinking, and operational excellence within the team.

• Cross-Functional Collaboration: Act as a critical liaison between revenue teams and other departments such as Growth, Finance, and Data ensuring alignment and smooth execution of initiatives.

• AI Depth, Market & Competitive Intelligence: Understand how AI is transforming the revenue teams today and implement systems and processes that are AI driven. Stay abreast of industry trends, market changes, and competitive landscapes to proactively adapt revenue strategies and operations.

Here’s what we're looking for:

• 15+ years of progressive experience in Revenue Operations, Sales Operations, or a related field, with at least 5-7 years in a leadership role (Head of or VP level).

• Proven track record of successfully building, scaling, and optimizing revenue operations functions in a high-growth SaaS or technology environment, with direct experience supporting Sales, Marketing, and Partnerships across Sales Operations, Marketing Operations, Tooling & Systems, Data & Analytics, Sales Enablement, and Sales Compensation.

• Deep expertise in CRM systems (e.g., Salesforce) and other revenue technology stacks, including marketing automation (e.g., HubSpot), sales engagement platforms, and data visualization tools (e.g., Tableau).

• Exceptional analytical skills with the ability to translate complex data into actionable insights and strategic recommendations.

• Strong understanding of the entire customer lifecycle, from demand generation to customer retention, and how each stage contributes to revenue.

• Demonstrated ability to drive cross-functional prioritization, alignment, and collaboration.

• Excellent communication, presentation, and interpersonal skills, with the ability to influence and build rapport with stakeholders at all levels.

• Strategic thinker with a proactive and problem-solving mindset, comfortable operating in a fast-paced and evolving environment.

• Bachelor's degree in Business, Finance, or a related field. MBA is a plus.